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It’s Only Common Sense: Win the Sale Before the RFQ Arrives

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There is an old belief in sales that the real competition begins when the request for quotation (RFQ) arrives. That may have been true once, but it is certainly not true today. By the time purchasing sends out an RFQ for a board or electronic assembly, many of the most important decisions about design, materials, production, delivery, and suppliers have already been made. At that point, the salesperson is simply pricing someone else’s solution.

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